Sales Manager

steven carlin

Email: **********@********.***

Address: * ****** **** ****

City: baltimore

State: MD

Zip: 21210

Country: USA

Phone: 410-***-****

Skill Level: Senior

Salary Range: $120,000

Willing to Relocate

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

Steven W. Carlin

Email: **********@********.***

Executive Rsum: VP Sales, Operations & Team Leadership

SALES DIVISION LEADERSHIP PROJECT MANAGEMENT IN-DEPTH METRICS ANALYSIS

STRATEGIC SALES PLANNING TRAINING, MENTORING & COACHING CHANGE MANAGEMENT

OVERVIEW Highly skilled in executive-level sales and marketing management, ensuring the highest in client services, vendor

relations, contract and price negotiation, managing staff, maximizing revenue potential, conducting and planning business

travel, scheduling tasks and projects, program implementation, analysis of financial data and information, and instituting

effective sales and operational procedures.

SALES SKILLS Experienced in developing productive and profitable corporate relationships, meeting and exceeding sales goals,

strategizing for new markets, managing sales and administrative staff, utilizing corporate image to enhance market share,

promoting national and international account development, creating and delivering high profile presentations, and

implementing strategies to target specific market sectors.

EXPERIENCE

ARB Meetings: New Orleans, LA, December 2012- Present

ARB is a full service meeting and event management company with extensive industry experience nationwide ensuring a

successful program that maximizes ROI. ARB offers a well educated event/meeting staff offering turn-key event programs

including, but not limited to, onsite event supervision, insuring optimal attendance, collateral materials, travel and

accommodation coordination.

Position Overview: Consultant

Achieved immediate immersion into client directed activities.

Serve as direct report to the President

Have undertaken an internal review of company standards and reported findings and recommendations to the President

In this role, have advised company and clients on best business practice

Educated clients on ARB Meetings capabilities

Directed meetings and events, achieving and dramatically exceeding stated goals while delivering meeting and events within or

under budget, on time and enhancing client experience and "feel" to the marketplace; setting guidelines for staff as an example

Will continue to advise and take a "hands on" methodology

STEVENSON GROUP, INC.; Linthicum Heights, MD; 1999-2012

Stevenson Group, Inc. is a full-service tradeshow management company specializing in design, fabrication, and management of

client exhibits. Oversee entire booth properties from design & build to load-in and load-out. Stevenson Group features a world-

class team of designers and producers with extensive experience in exhibits, sets, and installations for nationwide & global

marketing.

Position Overview: Vice President Sales & Operations

Successfully grew sales from under $1 million dollars per year in 2000, to over $10 million. Supported 150+ trade shows per

year, including events with up to 12 clients per show. Client programs ranged from one to 60+ shows per year.

Major VIP corporate and international clients included GlaxoSmithKline, GECareCredit, Bank of America, Sirona, Schick,

Discus Dental, Phillips, and Acteon NA. Consistently ranked in the Top 5% in vendor performance.

As VP Sales & Operations, accountable for driving sales revenue of over $10 million in client markets nationwide, directly

supervising and/or coordinating closely with 40+ full-time and contract employees within Financial, Administrative, Sales,

Project Management, Design & Engineering, Show Services, Website Development, and Exhibit Manufacturing functions.

Reported directly to the CEO/President and worked closely with the CFO. Directed all national sales operations with

accountability for development and implementation of strategic & tactical sales plans, liaison with marketing for creation of

collateral and online tools, and coordinating all sales processes. Operational oversight included supervision of Design,

Manufacturing, Scheduling, Shipping, and coordinating Show Services. Additionally managed all Forecasting, Trade Spending,

Travel Budgets, Pricing, Customer Analysis, and Regional Reviews.

Managed a client base located throughout the U.S., with key clients in CA, NY, PA, OH, NC and NJ. Coordinated, scheduled

logistics for, and targeted national trade show programs and conventions in Boston, Chicago, Atlanta, Anaheim, San Francisco,

Las Vegas, Orlando, New York City, Philadelphia, Dallas, Vancouver, Montreal, Toronto, Honolulu, New Orleans, Houston,

and more. Marketed clients programs offering booth design, exhibit manufacturing, maintenance, warehousing of booth

property, onsite show support, and budget generation.

Specific client contact duties included interacting directly with GSK Sales & Marketing teams and traveling throughout the

U.S. to support conventions and meet with GSK staff (GlaxoSmithKline was a 12-year client with international exhibitions).

Introduced Acteon NA (French corporate client) to the U.S. market, and designed and manufactured 4 trade show booths within

a 9-year period to support a geometric sales growth with innovative marketing and sponsorship programs. Assisted clients at

shows including the American Dental Association Annual Session, CTIA Wireless, American Institute of Architects, SEMA,

National Association of Chain Drug Stores, Greater New York Dental, and more.

Responsible for all aspects of sales and marketing for client deliverables, served as team leader for strategic planning and

budget generation, developed new CRM program, directed new sales hiring and training, maintained strong working

relationships with vendors and supporting associations, and supervised direct reports of all Account Executives and Project

Managers.

Steven W. Carlin Executive Rsum, Page 2

EXPERIENCE (continued)

Developed, created, and participated in client presentations, maintained 24/7 availability for client issues, and managed a national

trade show program spanning the entire calendar year. Performed extensive travel supporting a North American client base with

events throughout the U.S. and Canada. Attended symposia and workshops on Tradeshow Industry Trends, Metrics, ROI

Measurement, Booth Traffic, and Virtual Reality Attendance. Operations oversight included directing and managing the people,

resources, and equipment for design, manufacturing, warehousing, graphics, inventory, and logistics of client exhibits. Directed

and supervise direct reports of Production, Operations and Financials.

STEPHEN GOULD CORPORATION; Whippany, NJ / Baltimore, MD; 1989-1999

(Stephen Gould Corporation is a leading giant in retail and industrial packaging and printing, the largest privately owned U.S.

packaging sales organization. Operations include 40 branches strategically located throughout the world, with 600 employees.

Currently generate annual global sales approaching $500 million with 1.5 million sq. ft. of space dedicated to managed inventory &

warehouse services.]

Position Overview: Sales Manager

Achieved Year-Over-Year growth all years served, resulting in inventory management of $18 million by 1998. Increased

sales in area of responsibility from ~$6 million in 1989 to ~$20 million in 1999.

As Sales Manager, directed activities of sales team targeting clients in MD, DE, VA, and PA. Coordinated aspects of sales and

marketing for account executives within assigned territory, increased sales fivefold during tenure in position, and maintained

accountability for all areas of new sales staff and support staff hiring and retention.

Managed all sales and marketing activities for a product and service portfolio that included point of sale packaging, protective

packaging, POP displays, corrugated containers, aerospace reusable cases, industrial packaging, printing, branding, and gift

packaging. Services included packaging design and engineering, kitting assembly, customizing products, creative services,

logistics, and facilities.

Educated clients on Stephen Gould's state-of-the-art, ISO 9001 Certified facilities, including fully staffed and equipped IT

department, a graphic and mechanical engineering staff providing CAD functions and documentation, as well as package-

testing facilities, transit laboratories, and NSTA-certified and ISTA-certified programs.

Major clients included Sinclair/Koppers, Kaydon, Dentsply, Remington Arms, Northrop Grumman, Westinghouse, Osram-

Sylvania, Baron Scott Enterprises, Kirk Silversmiths, Solo Cup, Olivetti, Amp, Inc., Bendix, Hercules, and more.

Supervised and coached all account executives, project managers, and administrative direct reports, introduced new MIS

contract program for long term client commitments, and ensured ongoing sales and profitability. Successfully introduced and

developed a new warehousing and fulfillment program to offer clients as a value added proposition for a "one stop shopping"

relationship.

Position Overview: Account Executive

As Sales Executive, ranked #1 on sales team in sales and profitability for six consecutive years, built critical relationships

with clients and vendors to support sales program, and performed business-to-business cold calling and telemarketing to

develop leads.

Maintained a list of potential clients and prospects, set and executed appointment schedule, designed creative sales

presentations, and utilized advance techniques for sales presentations and closing. Grew long-term, productive relationships

with clients to ensure ongoing opportunity, and prepared and submitted weekly sales reports.

CONFERENCES & ASSOCIATIONS

TSEA, Trade Show Exhibitor Association

HCEA, Healthcare Exhibitor Association

ADA & GNY, Dental Exhibitor Advisory Committee

EDUCATION

Professional Development, Seminars & On-the-Job Training

Teambuilding, Tradeshow Exhibit Trends, Leading in a Changing Environment, Budget Development & Cost Controls, Goal

Setting for Managers, Effective Sales & Marketing Strategies, Team Building, Ordering & Purchasing, Training &

Development of Employees, Targeted Corporate Marketing, Advanced Account Management, Client Relations Skills, Working

Within a Team-Based Environment, Effective Negotiating for Success, Time Management Techniques, Optimizing Sales

Performance, Professional Selling Skills, Creative Promotions & Special Events, Brand Enhancement for Success

Post-Graduate Studies in Economics

SYRACUSE UNIVERSITY; Syracuse, NY

Honors: 3.12 Overall GPA

Bachelor of Arts (B.A.) Degree

SYRACUSE UNIVERSITY; Syracuse, NY

Major: Economics

Honors: 3.4 Overall GPA

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